The Diamond Podcast for Financial Advisors

A conversation with Jim DeCota, President & Principal, Enso Wealth Management Overview Jim DeCota started his career in wealth management in the financial advisor training program at Edward Jones back in 2003, building his business to $85mm in AUM in just over a decade. But much like many independent-minded advisors, he felt like he had outgrown the model and wanted more autonomy. So he left Ed Jones to launch what would later become Enso Wealth Management, a firm that today manages some $2B in assets. He shares his story and unique business model. Listen in… > Download a transcript of this episode… About this episode… There’s much to be said for a strong culture. It typically serves as the main distinction between firms and, for many advisors, is credited with fostering growth through an ethos and community that they feel well-aligned with. Take Jim DeCota, for example. His journey in wealth management started after opting out of a career in accounting and joining the financial advisor training program at Edward Jones. It was 2003, and he could have easily chosen one of the big wirehouse training programs, but he felt Ed Jones was a better match for his entrepreneurial nature. Jim built his business by knocking on doors – literally – cold-calling and networking within his community. And he was growing, ultimately to $85mm in assets under management at the firm. But much like many independent-minded advisors we speak with, he felt like he was outgrowing the model and wanted more autonomy. So in 2014, he left Jones to launch RIA DeCota Wealth Management, which would become Enso Wealth Management in 2016—a firm that today manages some $2B in assets. In this episode, Jim shares his story with Louis Diamond, including: The strong culture Jim experienced in his early days at Ed Jones—and how it became less fraternal and more competitive over time. Building a nascent practice at the firm—and why Jim chose to break away after 11 years. The concerns over legal repercussions after his departure from Ed Jones—and how that impacted his transition process. The choice to build an RIA firm from scratch—and why he felt that path was the right one vs. joining another firm. The unique recruiting model he built at Enso—and how it differs from other platforms. Plus, Jim discusses what he describes as “Independence 3.0”—and how he sees that as driving competition in the independent space. As Jim shared, he really wanted to be a “business owner” and stand shoulder-to-shoulder with the business owner clients he was working with and the prospects he was speaking to—a vision he could only realize outside the confines of Ed Jones. It’s a story for any advisor who may be feeling that they’ve “outgrown” their current firm with practical takeaways on how best to resolve those feelings. And even more so, a deft narrative around achieving extraordinary growth. Related Resources How to Uncover a Firm’s Culture in a Time of Virtual Due Diligence—and Beyond 11 questions advisors can ask to unlock what is often an intangible yet important aspect of an advisor’s assessment of a firm. Read -> What’s changed at Edward Jones—and what’s driving so many advisors to seek other options? While many brokerage firms have seen noticeable advisor attrition in recent years, the velocity of moves away from Ed Jones, a firm that built its legacy on a strong culture, begs a few important questions. Read -> What’s Driving All the Movement Away From Ed Jones? Historically, advisors at Edward Jones rarely changed jerseys. They were loyal, felt independent enough, liked the culture and enjoyed the strong brand recognition. But, today, we are seeing more and more Jones’ advisors leaving—and here’s why. Read -> Jim DeCota President And Principal Jim DeCota, founder of Enso Wealth Management, brings over fifteen years of experience to the firm. He serves a select group of successful business owners, individuals and families. He approaches full-service financial planning with long-term goals in mind, while recognizing the importance of enjoying a fulfilling life along the way. Jim diligently tracks industry trends and data to provide the best possible advice to his clients. In 2014, he founded a Registered Investment Advisor firm. This approach is a simple and transparent business model. When you succeed, he succeeds. As a former accountant, Jim has a technical understanding of finance. He incorporates his expertise into a holistic wealth management process. Jim creatively combines a wide range of available products with evidence-based investments to develop an individualized plan for each of his clients. In his free time, Jim enjoys golfing, dirt bike riding, cycling and spending time with his lovely wife and 3 daughters. Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…

A conversation with Louis Diamond Overview Many advisors are coming off their best years ever, driven by increased client demands and a run-up in the financial markets. Yet movement is at record-breaking levels. So why are they disrupting momentum and taking-on the risk and hassle of a move, to change jerseys or break for independence when things are good? Listen in… > Download a transcript of this episode… About this episode… Many advisors are coming off their best years ever, driven by increased client demands and a run-up in the financial markets. So it seems odd that there has been a streak of record movement over the last few years. No doubt, any move is disruptive, a ton of work, carries plenty of risk, and is not for the faint of heart. But for those who are in the steep part of their growth curve, the calculated decision to take a step back and reassess is that much harder. Why would anyone disrupt momentum and take on the risk and hassle of a move, opting to change jerseys or break for independence when things are good? When might it “make sense” for a rapidly growing advisor to even give a second thought to conducting due diligence or transitioning to another firm or model? In this episode, Mindy Diamond and Louis Diamond look at the phenomenon, including: Whether an advisor or team is successful because of their firm or despite it. Whether they and their clients are best served in the current environment. How overall “happiness” and satisfaction play in the decision. Whether their vision for growth – both organic and inorganic – can be realized at their current firm. If succession plans or the prospect of inheriting a book can benefit the business. And more. The reality is that changing firms – when done for the right reasons – has the potential of creating greater opportunity for growth and to serve clients. If you’re at all wondering whether “now” is the time to consider change – particularly if business if good – this is the episode to listen to. Related Resources 5 Reasons Why You Should Mess with Success Amid a banner year, it may feel counterintuitive to even think about disrupting momentum—but it may be wise to do just that. Read -> Why Advisors in “Growth Mode” Are Sacrificing Momentum to Change Firms or Models It seems to be counter-intuitive for an advisor or team who may be riding the wave of their “best year ever” to change jerseys or break for independence. Yet it’s happening in record numbers. Read -> The Limitations of Building a Billion-Dollar “Boutique Firm” within a Wirehouse: A UBS Breakaway Story–A conversation with Terry Cook, Managing Partner of Parcion Private Wealth As a wirehouse advisor, Terry Cook found it became too difficult at UBS to meet the increasing demands of his high net worth clients. The only way to act as a true fiduciary meant “taking the ankle weights off” by making the leap to independence. Listen -> How an ex-Wells Fargo Team Turned a “Paper Tablecloth” Vision into 3X Revenue and $8.5B in Assets in 5 Years–A conversation with Gerry Goldberg, CEO and co-Founder, GYL Financial Synergies Gerry Goldberg, of GYL Financial Synergies, joins the show to share why he felt Wells Fargo FiNet wasn’t independent enough and how, as an RIA, his team tripled their assets and revenue, in partnership with Focus Financial Partners. Listen -> Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…

A Conversation with Matt Liebman, Founding Partner and Chief Executive Officer, Amplius Wealth Advisors Overview Matt Liebman, Founding Partner and CEO of RIA firm Amplius Wealth Advisors discusses the complexity of considering change with a multi-generational team, the difficulty of walking away from a big brand name, the concept of clients being the real “boss” and how that influenced his choice to build an independent firm—and much more. Listen in… > Download a transcript of this episode… About this episode… There’s one thing that just about every breakaway advisor we’ve spoken with says about leaving the wirehouses: It’s difficult to rationalize walking away from a well-established, respected and recognized brand name. Because for some, the name was one of the key features that attracted them to the firm in the first place. Take Matt Liebman, for example. When he joined Merrill in 2008, one of the draws for him was the brand recognition. As he shares in this episode, “If someone asked where you worked, all you needed to say was ‘Merrill Lynch’ and they automatically knew what you did for a living.” Matt is quick to note that the reputation of the firm was well-earned through a strong training program and an entrepreneurial environment where clients felt well-served and advisors could build strong businesses. And build a strong business he did—to some $1.2B in assets under management. He was part of a powerhouse multi-generational team comprised of individuals in their 20s on through to their 90s! It was an intentional coming together of forces—with Matt joining his dad Sam Liebman and his team after they moved to Merrill from UBS, and Forbes “Top Next-Gen Advisor” Aaron Marks rounding out the ranks to form the Liebman Marks Group. Yet in March of 2021, they opted to leave Merrill and build their own RIA firm, Amplius Wealth Advisors, with Dynasty Financial Partners. With a team as successful as this, one might wonder, “Why would they rock the boat?” In this episode, Matt candidly answers that question and discusses his journey with Mindy Diamond, including: The complexity of their multi-generational team—and what they needed to consider in the due diligence process, including Merrill’s retire-in-place program. The concept of the clients being their real “boss”—and why that was not an ethos they could live up to at Merrill. The pull towards achieving greater autonomy and control—and why that was more powerful than some of the “pushes” that frustrated Matt and his team. The choice to build their own firm—and why that path won out over other options they explored. As an employee of a large firm, many advisors come to a point where they need to decide where their loyalties lie. For Matt, it was clear to him: The clients were his boss. And as such, he and his team were responsible to answering their needs first and foremost—a direction he felt they could only take in independence. Matt’s story has much to offer for those who are senior advisors as well as the next gen and everyone in between—so be sure to listen in. Related Resources For High-Net-Worth Clients, It’s Not About the Brand Name, It’s About the Experience There was a time not so long ago when top advisors who served the ultra-wealthy would never have considered leaving behind the big brand names upon which they built their businesses to strike out on their own. It was a common belief that no other firms but the big brokerages could support the unique needs of their high-net-worth clients. Read –> IBD vs. RIA Revisited: Two Independent Pathways for Advisors to Consider When it comes to freedom and control, there are key differences amongst the independent broker dealer (IBD) and registered investment advisor (RIA) spaces that every advisor should be aware of. Read –> Growing Up with Merrill Lynch: A Next-Gen Breakaway Story A conversation with ex-Merrill advisor Elizabeth “Lizzie” Evans, Managing Partner of Evans May Wealth, and Guest Host Louis Diamond. Listen –> MATTHEW D. LIEBMAN, CFA®, CRPC®, CAIA® Founding Partner & Chief Executive Officer, Wealth Advisor As Founding Partner and CEO, Matt drives the principal mission and core promise of Amplius Wealth Advisors: to put clients at the center of everything Amplius Wealth Advisors does. Prior to founding Amplius Wealth Advisors, Matt returned home to the Philadelphia area in 2008, where he co-led The Liebman Marks Group at Merrill Lynch for 13 years, consistently receiving firm recognition as a top advisor. Before Merrill Lynch, Matt worked in the investment management industry in New York City in a variety of roles – as a research analyst, portfolio manager, and hedge fund manager. Combined with his education and background in asset allocation theory and behavioral finance, Matt has considerable experience with high-net-worth families and provides a unique approach to guiding clients towards their financial goals. Matt is a CFA® Charterholder, Chartered Retirement Planning Counselor (CRPC®), and Chartered Alternative Investment Analyst (CAIA®). He was recognized as one of the Top Advisors in Pennsylvania by Forbes as a “Best-in-State Wealth Advisors” ranking in 2020 and 2021. Matt earned a BBA from Emory University’s Goizueta School of Business as a dual major in business and political science with concentrations in finance and new venture consulting. Matt is a Member of the New York Society of Security Analysts, Philadelphia Society of Security Analysts, CFA Institute, and the CAIA Institute. He serves on the boards of the Anti-Defamation League and KleinLife and is an active volunteer in the Philadelphia community. Matt lives in Haverford, PA, with his wife Allison and two children, Noah & Lucy. He is an avid NBA fan, tennis player, and volunteer basketball coach for his children’s youth teams. Matt is an avid follower of domestic and global politics and enjoys reading business, sports, and political non-fiction books. Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…

A conversation with Kimberly Sanders – SVP Advisor Solutions, LPL Strategic Wealth Services Overview Kimberly Sanders, Senior Vice President of Advisor Solutions for LPL Strategic Wealth Services discusses the evolution of the supported independence space and dives into how models like LPL’s address the changing needs of advisors and their clients. Kimberly also helps to answer the question: What drives an advisor’s decision of one model vs. another in an industry landscape replete with just about every option under the sun? Listen in… > Download a transcript of this episode… About this episode… In our last episode, Josh Brown of NorthEnd Private Wealth shared his extraordinary journey—a decision in April of 2021 to leave Merrill and build an independent business with a new entry in the supported independence space: LPL Strategic Wealth Services. Josh’s decision begs the question: What drives an advisor’s decision of one model vs. another in an industry landscape replete with just about every option under the sun? To help answer that question and others, Louis Diamond welcomes Kimberly Sanders, the Senior Vice President of Advisor Solutions for LPL Strategic Wealth Services. Kimberly shares an insider’s perspective on the evolution of the supported independence space – not only from her role at LPL but also the knowledge and experience she brings from her previous work with Schwab Advisor Services – and dives into how models like LPL address the needs of advisors, including: The drivers behind the growth of independence—and how supported models have answered the callof a changing advisor mindset. The value advisors see in supported independence—and why it often wins over building a standalone RIA from scratch. The recent expansion of independent models—and how LPL’s solution compares to others in the space. The types of advisors attracted to supported independence—and how wirehouse teams are responding to this new entry. The roadmap for growth of the model—and what Kimberly foresees as the real opportunity that advisors have in the changing environment. The world of options available to advisors seems to be growing almost daily. As Kimberly describes it, the independent space has taken another evolutionary leap and is now in the “third wave”—providing options for entrepreneurial advisors who have the desire for greater freedom and flexibility but also want maximum efficiency. And models like LPL Strategic Wealth Services are answering that call and then some. Listen in to learn how. Related Resources Merrill Lifer on Breaking New Ground: The Leap to Independence with LPL Strategic Wealth Services-A conversation with Josh Brown, CPFA, CFP® – NorthEnd Private Wealth Josh Brown transitioned from mechanical engineer to the Merrill Lynch training program, building a business from zero to $650mm over nearly 2 decades. Firm changes prompted him and his team to consider their options, launching NorthEnd Private Wealth on LPL Strategic Wealth Services channel. Listen-> Wealth Management 2.0: Landscape at a Glance on Independence In a greatly evolved industry landscape, the independent space has expanded to offer a variety of models with varying levels of freedom and flexibility. Download-> IBD vs. RIA Revisited: Two Independent Pathways for Advisors to Consider When it comes to freedom and control, there are key differences amongst the independent broker dealer (IBD) and registered investment advisor (RIA) spaces that every advisor should be aware of. Read-> The Wealth Management Landscape At A Glance: What Financial Advisors Need to Know The ever-expanding wealth management industry landscape represents a waterfall of possibilities for every advisor and their clients. And having a clear understanding of the environment you’re building your business in is critical—regardless of whether you have a desire to move or not. Read-> Kimberly Sanders Senior Vice President Advisor Solutions, Strategic Wealth Services Kimberly Sanders, Senior Vice President, Advisor Solutions at LPL Financial, leads LPL Strategic Wealth Services, a modern supported independence solution that enables advisors and business owners to build and grow their firms according to their vision. In this role, Kimberly oversees a seasoned management team that enables advisors to optimize on LPL’s relationships, resources, and services to build equity in their brand and business so advisors can continue to thrive. Prior to LPL, Kimberly served RIA clients and prospects at Schwab Advisor Services, providing business consulting to support the custodian’s existing and potential clients.  She spearheaded Schwab’s entree into consulting to the startup market, collaborating with C-suite clients to guide the development of profitability programs, strategies, and succession plans. Kimberly holds a Master of Business Administration in Finance from the W.P. Carey School of Business at Arizona State University and a Bachelor of Science in Business Administration and Finance from the University of Arizona. Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…

A conversation with Josh Brown, CPFA, CFP® – Private Wealth Advisor, Managing Partner, NorthEnd Private Wealth Overview Josh Brown transitioned from mechanical engineer to the Merrill Lynch training program, building a business from zero to $650mm over nearly 2 decades. Firm changes prompted him and his team to consider their options, launching NorthEnd Private Wealth on LPL Strategic Wealth Services channel. Listen in… > Download a transcript of this episode… About this episode… Just over two decades ago, Josh Brown had transitioned from working as a mechanical engineer at a textile mill to the Merrill Lynch training program. It was a bit of a leap, but one that paid off—ultimately building a business from zero to $650mm at the firm. Yet it was Merrill’s entrepreneurial spirit, “the thundering herd mentality,” that Josh felt drove him and his friend and partner Scott Thompson’s success. That is until Bank of America came along and, over time, things changed. So much so that a team member with nearly 4 decades at the firm came to Josh and said, “You’ve got to get us out of here.” Their due diligence led them to consider independence, but the idea of extra scaffolding and support was also very appealing. And in a landscape that provides more optionality than ever before, LPL’s Strategic Wealth Services became the standout. So, in April of 2021, Josh and his team left Merrill to launch NorthEnd Private Wealth on LPL’s nascent independent channel. In part 1 of a 2-part series hosted by Louis Diamond that dives into supported independence and specifically LPL Strategic Wealth Services, Josh talks about his journey, including: The real motivations behind their move from Merrill—and how LPL Strategic Wealth Services wonout over other models and options. The value they found in the supported independence model—and how LPL helps Josh and his partners be better business owners. The transition process—and what advice he gleaned from the process that can help other advisors who are preparing for a move. For Josh, the goal was to ultimately control their own destiny by “focusing on the day-to-day of financial planning, while stripping out the noise that was coming from the bank.” And their choice to build Northend Private Wealth allowed them to accomplish that and more. In our next episode, Kimberly Sanders, SVP of Advisor Solutions at LPL Strategic Wealth Services, joins the show to dig into what makes their new model unique in the growing supported independence space and talks about changes in the industry landscape overall. So be sure to listen in. Related Resources Independence Enhanced How to find support, resources and community in the independent space. Read-> Charting your Course to Independence 5 key elements to consider before you start your journey. Read-> Financial Advisors: 10 Reasons Why Independence May Not Be Right For You While many advisors are drawn to the freedom and control that independence offers, there are those for whom it may not be the “right” path. Read-> LPL Reinvented: Going Beyond the Traditional Broker Dealer Model A conversation with LPL Financial’s Managing Director and Divisional President of Business Development Rich Steinmeier, and Senior Vice President of Strategic Business Development Marc Cohen. Listen-> Josh Brown, CPFA, CFP® Private Wealth Advisor Managing Partner Josh Brown, Managing Partner, NorthEnd Private Wealth, chose a career in Wealth Management to be a voice of reason by encouraging others to plan for their future, not only increasing their profits but protecting their gains. In early 2000, as the dot-com bubble was building, Josh was working as an engineer and noticed there was a constant dialogue about market uncertainty. There was no one with sound reasoning and logic at his place of work to turn to, so he became that person for his co-workers. It was during that time that he decided to change careers and enter the financial services industry. As a former engineer, Josh brings with him a unique perspective. His experience and innate abilities let him excel at finding patterns, analyzing extensive amounts of data, and turn it into a plan that’s simple to understand, yet layered with complex solutions and strategies. It’s no surprise that he is the recipient of multiple awards. Josh has routinely been a recipient of the Forbes Best in State Award2 and has appeared on Barron’s Top Advisor List1. Josh genuinely cares about the success of the families he works with and cherishes the friendships he has cultivated over the past twenty years. Josh is a natural communicator and builds authentic and instant rapport with his clients and their families. Josh and his wife, Alexis, have three children: Mason, Hudson and Sophie. Josh believes it’s important to be involved in his Greenville, SC community. He loves to spend his spare time mentoring local youth and coaching middle school and high school basketball. Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…

A conversation with Michael Outlaw, National Field Director of Rockefeller Global Family Office Overview Rockefeller Capital Management has become one of the most sought-after options for advisors looking to deliver concierge-level service to ultra- and high net worth clients. National Field Director Michael Outlaw shares an insider’s perspective. Listen in… > Download a transcript of this episode… About this episode… Few names in the financial world have greater recognition than Rockefeller. A Family Office legacy dating back to the 1800s was given a new life under the helm of former Merrill and Morgan Stanley leader Greg Fleming. In 2018, Rockefeller Capital Management was officially launched to serve the “legacies of some of the world’s most successful entrepreneurs, innovators, visionaries, and their families.” Rockefeller quickly became one of the most sought-after options for advisors looking for an opportunity to provide concierge-level service to their ultra- and high net worth clients. And in addition to a brand name synonymous with the world’s elite, the firm’s leadership ranks were stacked with some of the industry’s top players—including Fleming’s Morgan Stanley colleague Michael Outlaw, the guest on this episode. Michael joined the firm in 2018, serving as the Divisional Director of Private Wealth Management through 2021. At that time, he became the National Field Director of the Rockefeller Global Family Office, overseeing the growth and service offerings for their clients and advisors. He is also a member of the firm’s Management Committee. In this episode with Mindy Diamond, Michael talks about where Rockefeller is today, including: Their extraordinary recruiting momentum—and why top advisors are flocking to this 3-year-old firm. The rebirth of the boutique model—and how the firm compares to others in the space. Their “Modern Multi-Family Office” concept—and how that is resonating with advisors and clients alike. The goals and visions of the firm—and what growth opportunities exist for advisors who join them. And much more. As Michael shares, “Clients are seeking more than what the big brokerages are delivering.” And ultimately, so are advisors. It’s that notion that serves as the key ingredient of Rockefeller’s Modern Multi-Family Office model—a recipe that seems to be working exceptionally well for the firm and all of its stakeholders. This is a show that many advisors have asked us for and we’re happy to deliver—a rare insider’s point of view of a wealth management success story unlike any other. Related Resources The Rockefeller Effect: Why the Multi-Family Office Model Has Become the Talk of the Industry What is it about Rockefeller Capital Management – and other firms like it – that’s driving such a high level of interest amongst the industry’s elite? Read-> Rockefeller Capital Management Demystified: A Conversation with Chris Dupuy, Managing Director and Chief Operating Officer. Rockefeller Capital Management has become one of the hottest brands to hit the Street in decades—THE story amongst advisors serving a high net worth and ultra-high net worth client base. Listen-> First Republic Private Wealth Management And Rockefeller Capital Management: What Makes Them So Appealing To Top Financial Advisors? A peek behind the curtains of these two firms demonstrates how the right combination of features has created a best-of-both-worlds model that stands out amongst the competition. Read-> The Wealth Management Landscape At A Glance: What Financial Advisors Need to Know. The ever-expanding wealth management industry landscape represents a waterfall of possibilities for every advisor and their clients. Read-> Michael Outlaw National Field Director, Rockefeller Global Family Office Michael Outlaw is the National Field Director of the Rockefeller Global Family Office. In this role, Michael oversees the growth and service offerings for Rockefeller clients and advisors. Michael served as Divisional Director of Private Wealth Management for Rockefeller Capital Management from 2018 through 2021. He is also a member of the firm’s Management Committee. Prior to joining Rockefeller, Mr. Outlaw joined from Morgan Stanley. Michael’s career at Morgan Stanley started in 1996 as a Private Wealth Advisor, as well as, a variety of other senior roles at the firm. Mr. Outlaw was promoted to Southeastern Head of Private Wealth Management in Atlanta, GA from 2011-2018. Michael earned his MBA from the University of South Carolina. He is married to Laura Outlaw and has two sons, George and Parker. Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…

A conversation with the Founder and CEO of Carson Group Overview Ron Carson joins the show to discuss the key drivers behind the rise of the Carson Group, sharing his journey from a Nebraska farm to his tenure with Private Ledger, and on to how he built a nearly $20B independent wealth management enterprise. Listen in… > Download a transcript of this episode… About this episode… It’s hard to believe that the founder and CEO of a nearly $20B enterprise got his start in life as the son of hard-working farmers in Nebraska who had trouble making ends meet. So much so, they eventually lost the family’s livelihood. Yet it was an experience that informs Ron Carson to this day—a story of caution and perseverance. Because instead of being a victim of circumstance, Ron pressed forward, with the intent of finding a job that had the greatest potential. And the rest would be an amazing story that Ron shares with Mindy Diamond in this episode, including: His start in the wealth management world—and how an idea that he cultivated in his dorm room in the 80s served as the foundation for his later success. Ron’s early experience with Private Ledger, the predecessor to LPL—and how that became what the Carson Group is today. The composition of the Carson Group—and what unique value each business line offers to advisors and their clients. The most impactful actions he took along the way to go from zero to nearly $20B—and what advisors can do to fortify their own growth and success. The service model he envisions will drive the future of financial advice—and what key players outside of the wealth management space advisors should be watching closely. Plus, Ron shares the habits he feels are crucial to his own success—and much more. Ron is a best-selling author, a go-to for the industry media, and a true legend in the wealth management world. But most importantly, he has valuable, actionable lessons to share—making this episode one that all advisors and business owners can learn from. Related Resources A Look Back at 2021: 7 Trends That Indicate it’s a Seller’s Market for Advisors and Independent Business Owners A year of extraordinary success has put advisors and independent business owners right where they want to be. Read-> Looking Forward to 2022: 8 Emerging Trends That Have the Power to Transform Wealth Management—Again The constant push towards something “better” is driving change and paving the way for the fastest evolution the wealth management industry has ever seen. Read-> How to Optimize Your Business for Growth and Success: 8 Questions Advisors Need to Ask Themselves Rising above the day-to-day tasks of your “job” to invest time in thoughtful strategizing and planning can be the gamechanger you’ve been looking for. Read-> A Powerful Strategy for Financial Advisors Looking to Expand Reach and Accelerate Growth Reaching clients and prospects has become equally challenging and auspicious—but there are efficient and effective ways for advisors to “get through.” Read-> Ron Carson Founder and CEO Ron Carson is Founder and CEO of Carson Group, which serves financial advisors and investors through its businesses including Carson Wealth, Carson Coaching, and Carson Partners. Founded in 1983, Carson Wealth has grown to become one of the largest wealth management firms in the country offering portfolio management and wealth planning services to high net-worth clients. Established in 1993, Carson Coaching has grown to become one of the leading advisor coaching programs in the country empowering advisors to overcome key business challenges through personalized coaching, proven strategies, marketing services, and a passionate community of thousands of advisors. Carson Partners empowers advisors to improve client service, efficiently run their practice, grow their business, and build a legacy through a turnkey integrated partnership. All three organizations are headquartered in Omaha, Nebraska but serve a broad base of advisors and investors across the U.S. and Canada. Ron first began honing his core principles while working from his dorm room at the University of Nebraska in 1983: a tenacious focus on serving clients’ best interests; a relentless pursuit of excellence across every activity; and a burning desire to learn, grow intellectually, and innovate. These driving principles enabled Carson Group to grow to over $18 billion in AUM and have led Ron to receive many accolades. He is continually ranked among the top advisors in multiple publications, most recently to Investopedia’s Top 100 Financial Advisors (#4). He was one of only two independent advisors inducted into Barron’s inaugural Hall of Fame, was recognized as an InvestmentNews Innovator, and acknowledged as an Inc. 5000 CEO, marking Carson Group as a four-time participant in Inc.’s annual list of America’s Fastest Growing Private Companies, as well as one of the top in the Midwest. He also appears regularly on broadcast media for Fox Business and Reuters as a leading expert advisor and commentator. Ron is one of the most celebrated and respected financial advisors and executives in the industry—he is a sought-after speaker, thinker, and investment strategist. In the spring of 2012, Ron continued to expand his industry leadership by co-founding aRIA (Alliance for Registered Investment Advisors). aRIA is a “think-tank” study group comprised of eight forward-thinking RIA firms with a commitment to growth, who seek to proactively improve the future of the RIA industry by building a culture and mantra of continuous learning. Committed to serve advisors in multiple realms, in 2014 Ron joined The American College of Financial Services board of trustees for a three-year term. The College offers turnkey programs that produce effective advisors who are able to join a team and make an impact immediately, helping the industry by adding capacity, and building the next generation of advisors. Ron was also a previous member of the Financial Advisor Council of CNBC, where he provided insight and frontline perspective to the CNBC Digital news team. Ron’s academic credentials include being a CERTIFIED FINANCIAL PLANNER™ and Certified Fund Specialist. Beyond this, he is a nationally acclaimed New York Times bestselling author, and has shared his success principles through several books, including 2005’s Tested in the Trenches, 2007’s Avalanche, 2012’s second edition of Tested in the Trenches, 2016’s The Sustainable Edge, and most recently, Proven in the Trenches: 11 Principles to Maximize Advisor Value and Transform Your Firm’s Future, which is a follow-up to his 2012 novel, in which advisors receive an actionable game plan touching on the core dimensions of a highly-functioning financial services firm. The book is available on Amazon, along with an audio version narrated by Ron himself during the COVID-19 pandemic. Ron is actively involved in charitable giving and his personal mission is to “do the greatest amount of good for the greatest number of people.” He and his wife, Jeanie, co-founded the Dreamweaver Foundation, a non-profit organization dedicated to fulfilling end-of-life dreams for seniors with terminal illnesses. He also founded the American Charitable Foundation—a foundation established for a more efficient disposition of charitable assets. He supports more than 48 charitable giving organizations, served as a past President of the Child Saving Institute, has personal partnerships with charity: water and Global Coralition, and has helped his firm provide more than 600,000 meals to children in Kenya through work with No Hungry Children. Ron and Jeanie reside in Omaha and have three wonderful children. He enjoys spending time with his family, collecting and drinking wine, hiking, flying, pheasant hunting, and he’s an avid Nebraska Cornhusker fan. Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…

Key insights shared by some of the top independent advisor interviews curated from the last 12-months of the series. Overview Key insights shared by recent breakaway advisors and independent business owners curated from the 2021 season of the podcast series for financial advisors. Topics include why they chose independence, motivations to change, impact to clients and more. Listen in… > Download a transcript of this episode… About this episode… For many advisors and business owners, 2021 was a year to remember. Despite a pandemic that refused to morph into a memory, record breaking revenues in the wealth management industry prompted a positive outlook amongst many—and served as proof that with creativity, initiative and determination you can move forward. In the 46 episodes that we launched in 2021, all those exceptional qualities and many others were demonstrated by our guests, the breakaway advisors in particular. In each of their individual conversations, a common thread weaved a story line throughout: That is, the desire to serve clients to the very best of their abilities—and the “pull” or strong attraction towards something better. Most expressed the need for greater control and to remove any possible limitations and conflicts—and to give them unrestrained ability to do more for clients. And several of our guests even left the big firms they built their businesses in amidst a global health crisis to achieve their goals. In this annual digest of some of our best interviews of the year, we take a step back to glean the key lessons candidly shared by advisors who demonstrated unstoppable determination and whose stories contained valuable and relatable lessons for all, including: What motivated them to consider – and ultimately – make a change. Why they chose independence—and the model or options that aligned best with their goals. Whether they are able to achieve all they set out to—that is, to serve their clients and grow their businesses without limitation. What ultra- and high net worth clients really want from their advisors—and what can they do differently for clients in independence. And much more… The 2021 Most Valuable Lessons come from a distinguished roster of recent breakaways and seasoned business owners: Rob Sechan, Managing Partner and Co-Founder, NewEdge Wealth Gerry Goldberg, CEO and co-Founder, GYL Financial Synergies Andy Schwartz, CFP®, Principal, Bleakley Financial Group Brett Gilliland, Founder and Chief Executive Officer, Visionary Wealth Advisors Matt Kilgroe, President/CEO, Cyndeo Wealth Partners Dan Johnson, President & CEO, Birchcreek Wealth Management Bryan Garris, Managing Partner, TriaGen Wealth Management Ahmie Baum, Founder and CEO, Interchange Capital Partners It’s a “best of the best” show—a single episode that offers key insights from the 2021 season of one of the top podcasts for financial advisors. Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…

A conversation with Louis Diamond Overview What can advisors expect as they head into 2022? In this episode, we explore 11 key areas – including deals, advisor movement, evolving models, and more – and the impact each might have on advisors and the wealth management industry at large. Listen in… > Download a transcript of this episode… About this episode… 2021 was an extraordinary year for the wealth management industry. Despite the waning shadow of the pandemic, advisors set new trajectories on the revenue side, while creatively serving clients and managing their business lives. Yet this success was set amidst a confluence of events that positioned advisors securely in the driver’s seat this year. On the one hand, brokerage firms have been slow to acknowledge just how frustrated many of their advisors are with the status quo. While on the other, leaders outside of this world continued to pay close attention to what advisors value most – freedom, flexibility and control – and responded by creating exciting new firms and models that match advisors’ needs. The result was increased competition for top advisor talent that fueled a true “seller’s market” in 2021. In an annual article for WealthManagement, we explored the 7 trends of 2021 and their impact on the industry at large—as well as the foundation laid for the coming year. So how do we expect this “seller’s market” to color the new year? There are 11 potential areas that are already showing strong signs for 2022. In this episode we look at: The impact of the pandemic: Will it last? Advisor movement: Will the record levels continue? Retention deals: How will they influence those who stay and those who move on? Record revenues: Will they drive up deals? The Protocol: Will Merrill pull out? The new disruptors: How will they drive change? Goldman’s custody play: Will it be the game-changer advisors have been waiting for? The traditional broker dealer space: How will their evolution change the landscape? More IPOs: Who might be next and why? The expanding role of crypto: What models will be affected most? Giving up some ownership: Will advisors be more willing to do so? Plus, what we anticipate will be the driving theme of 2022. Listen in for a glimpse on the future—and thoughts on how you can prepare for what lies ahead. Related Resources 5 Reasons Why You Should Mess with Success Amid a banner year, it may feel counterintuitive to even think about disrupting momentum—but it may be wise to do just that. Read-> Merrill’s Project Thunder: Do the Rumblings from Advisors Indicate an Approaching Storm? In late August of this year, Merrill Lynch rolled out “Project Thunder,” a two-month campaign that appeared to be aimed at staving off increasing advisor attrition and addressing the frustrations of those still at the firm. Read-> The Real Cost of “Waiting it Out”—Why Holding Out for the “Ideal Time” to Make a Move May Not be the Best Idea For many advisors, it’s momentum vs what could be “a chance of a lifetime.” Business is booming, and life is good. Certainly, much may have changed at your firm in the last year or so—some of which may even be for the better. Read-> An Update on Wirehouse Recruiting Why Recent Activity May Signify Changes at the Firms. Read-> Why advisors in “Growth Mode” are Sacrificing Momentum to Change Firms or Models It seems to be counter-intuitive for an advisor or team who may be riding the wave of their “best year ever” to change jerseys or break for independence. Yet it’s happening in record numbers. Read-> Mega-Moves What’s Driving the Movement of Advisors and Teams Managing a Billion or More? Read-> A Goldman Sachs Play in the Custody Game What Could This Mean for Advisors and the Industry At-Large? Read-> A Look Back at 2021 7 Trends That Indicate it’s a Seller’s Market for Advisors and Independent Business Owners. Read-> Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…

A conversation with Richard Saperstein, Managing Director/Principal/Chief Investment Officer, Treasury Partners Overview Richard Saperstein rose out of the financial crisis of ’08 to build the now $20B+ Treasury Partners. Richard reminisces about that journey, discusses his decision to affiliate with a then nascent Hightower Advisors, and shares more about Treasury Partners’ unique business model, the secret to the firm’s success and much more. Listen in… > Download a transcript of this episode… About this episode… Picture this: It’s 2008, Bear Sterns collapses, and decades of your life’s work implodes right before your eyes—along with any stock-based compensation. It was a time when it was difficult to find any positive news about the financial services industry and even more difficult was managing client expectations and dwindling confidence amid high-profile scandals. And although Richard Saperstein lost a small fortune and several clients throughout the chaos, he put on his pants and went back to work for J.P. Morgan who was there to rescue the firm. Yet, shortly after the takeover, Richard saw what he described as a “parachute” that emerged out of the crisis. That parachute was Hightower Advisors. So in May of 2009, Richard and his team left JP Morgan to affiliate with Hightower and launch Treasury Partners. They were only the ninth team to join the nascent firm, taking a leap of faith during a time when faith was certainly in short supply. And it was a leap that not only benefited Treasury Partners, but also catapulted Hightower to the forefront of the independent space. Richard has since ranked on the Barron’s Top 100 Financial Advisors list for 18 consecutive years, landing at #7 nationally and #2 in New York State for 2021. In this episode, Richard reminisces with Louis Diamond, from growing up in wealth management in the 80s, living through the 2008 financial crisis and on to the present day, including: His decision to join Hightower—and how that leap of faith has translated into an independent firm managing over $20B today. Life in the early years of Hightower—and how becoming one of their pioneer firms helped to influence Hightower’s growth and future. The firm’s unique business model: part private client and part corporate cash management—and how it differs from others we’ve featured on this show. The secret to Treasury Partners’ success—and how client satisfaction and team building has played a significant role in their continual growth. Richard’s story is an incredible one of perseverance and sound decision-making. It’s rare access to the candid backstory of one of the wealth management industry’s rock stars. Related Resources The Real Story Behind HighTower’s Reinvention with Bob Oros A conversation with the industry veteran and CEO of HighTower Advisors. Listen-> The Wealth Management Landscape At A Glance What Financial Advisors Need to Know. Read-> How to Add Value at a Time When it’s Needed Most A conversation with speaker and co-author of The Go-Giver series, Bob Burg. Listen-> Richard Saperstein Managing Director/Principal/Chief Investment Officer Richard Saperstein heads a team of 27 professionals who deliver a broad array of cash and wealth management services to corporate and private clients. Mr. Saperstein has been on Wall Street for nearly forty years, and is widely acknowledged for his investment acumen. He began his career in 1982 and joined Oppenheimer & Co. in 1987. In 2003, he and his team moved to Bear Stearns where they established and ran the Corporate Cash Management Group. After J. P. Morgan acquired Bear Stearns in 2009, Mr. Saperstein and his team became affiliated with HighTower Advisors and launched Treasury Partners. Mr. Saperstein has ranked in the highest tier on Barron’s annual survey of America’s “Top 100 Financial Advisors” every year since the survey was introduced in 2004. In addition to ranking 7th on that survey in 2021, Barron’s ranked him 4th among the country’s “Top 100 Independent Wealth Advisors,” and 2nd in New York State on its survey of the country’s “Top 1200 Financial Advisors.” He is a member of Barron’s “Advisors Hall of Fame,” and is also a top-ranked Forbes and Financial Times advisor. Mr. Saperstein frequently shares his perspectives on the financial markets in such media as The Economist, The Wall Street Journal, Barron’s, Forbes, Smart Money, Financial Week, TheStreet.com, CNBC, Bloomberg, Fox Business News, and The New York Times. He has been invited to speak at conferences sponsored by various industry groups, including the Association for Financial Professionals, Tiburon Strategic Advisors, the Investment Management Network, and Index Universe. Mr. Saperstein earned his MBA at New York University’s Stern School of Business, where he currently advises the Michael Price Student Investment Fund. He is a member of the National Federation of Municipal Analysts, and of the Fundacao Dom Cabral International Advisory Council in Sao Paolo, Brazil. He is conversant in Italian, and is an avid salt and freshwater fly fisherman. Also available on your favorite podcast app and other media sites                                             Browse other episodes in this podcast series…